Lead Principal Strategist, Services Demand & Solutions


Location: San Francisco, California

Job Type: Full time

Last updated

The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

Working at Atlassian

Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Atlassian Advisory Services delivers practical solutions guidance to our largest customers, to help them plan and achieve transformational outcomes faster, resulting in exceptional value to their business from Atlassian's products.
The Lead Principal Strategist, Services Demand and Solutions will own the Services Sales strategy, as well as positioning and enablement for Atlassian's Advisory Services offerings.

In this role you will:

  • Shape the services solutions sales strategy jointly with Advisory Services leadership, and align with our Sales and Channel leaders to position and sell Atlassian solutions inclusive of our Channel Partner's services capabilities - as a complete outcome-focused solution offering.
  • Develop consistent standards and practices providing clear guidelines and inspection points for the solutions services sales team.
  • Engage with senior stakeholders internally and within our customers early in the services funnel to develop a global sales motion that results in services opportunities for Atlassian and our Channel Partners.
  • Work with Atlassian's internal sales teams to align dependencies between the software and services sales pipeline for the region, and develop reporting and analytics that ensure we understand at any time which opportunities are jointly in-flight and drive customer engagement in those opportunities to unlock customer uptake of Atlassian's enterprise services.
  • Collaborate with senior leadership across Sales, Solutions Engineering, Channel and Advisory Services to understand a 360 view of customer needs and incoming demand for specific Atlassian solutions in the Enterprise space.
  • Identify and mitigate gaps in service offerings based on customer feedback and market trends
  • Partner with our Services Offer Manager to enable Advisory Services, Sales, Channel teams on new offerings or revamp of existing.
  • Develop enablement, training sessions that help our Sales teams position Services in Atlassian's most strategic accounts (Platinum, Gold, Silver).

On your first day we'll need you to have:

  • Proven experience selling and positioning services to large enterprise companies and successful results working in a sales overlay role in a similar company is required.
  • 10+ years of sales experience and working within consulting organizations
  • Experience defining and building a services sales organization
  • Direct experience and proficiency in leadership and possesses a demonstrated leadership philosophy
  • Experience developing and explaining Business Cases / Return on investment studies
  • Expertise in facilitating workshops with cross-functional resources to develop quarterly, annual and 3 year strategic services roadmaps
  • Demonstrated excellence in verbal and written communication skills, including needs analysis, positioning, business justification, value proposition and ROI
  • Ability to travel, as needed, up to 30% including international travel across AMER, EMEA and APAC.

You'll be helping to:

  • Lead the services pre-sales process with the sales team to understand the customer's business and technical objectives.
  • Drive the global strategic planning annual and quarterly cycle for Services Sales offerings.
  • Support a team of Advisory Services Solutions Sales Advocates supporting global Enterprise or Commercial/ Strategic Accounts Advocates across our solution markets Cloud, Agile&DevOps, ITSM, WM4A.
  • Partner with Advisory Services, Sales and Solution Engineering Sales Engineering leadership to develop shared best practices for co-selling into the Enterprise.
  • Possess the ability to think through complex and complicated requirements across our services portfolio with a keen ability to customize solutions for our largest clients across our product/services portfolio.
  • Have a deep level of professionalism whilst understanding account team and sales urgency for large dollar value opportunities.
  • Drive consistency in our metrics, reporting and forecasting approach and strategic alignment with stakeholders.
More about our team
The Atlassian Advisory Services organization is a globally distributed team of Atlassian solutions advisors who are passionate about creating customer success. Solutions Engineers partners with the sales teams to provide technical solutions guidance to the customer throughout the sales cycle. TAMs are the post-sales advisory service to ensure that Atlassian's largest customers can build at scale with our products. The Practice Development team works with both our Cloud & Server product teams, along with external platform partners, to shape consulting delivery guidance and plans for our solutions partners. Atlassian University provides training & certification offerings to help our champions build their career and expertise on Atlassian products, and Sales Enablement extends that education to our sales and solutions partner teams.
We are big on distributed remote collaboration and are passionate about our customer-first culture. Working in this team at Atlassian, you'll have a direct impact on millions of users, fast! You won't get frustrated with bureaucracy or slow decision-making, because we encourage innovative thinking. We don't just want to know your opinions, we want to see your ideas in action. We hire great people and then trust them to be great.

Our perks & benefits

To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.

About Atlassian

The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

To learn more about our culture and hiring process, explore our Candidate Resource Hub.
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